Sales coaching is vital for any sales organization’s success. According to Google’s Project Oxygen survey of 10,000 people, coaching is the number-one driver of performance for their organization. However, it’s often impossible for sales managers or coaches in large and dispersed sales organizations to personally evaluate, guide, and coach every rep. It’s equally challenging to…
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The increased adoption of technology in the business industry has led to business processes becoming more streamlined than ever before, and various processes can now be completed more efficiently, within a shorter period of time. Given that sales are the business function mostly associated with revenue generation, enhancing its efficiency and effectiveness can positively impact…
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Executive Summary: This content outlines the differences between sales management, training, and coaching, highlighting how each plays a critical role in developing a high-performing sales team. Sales management focuses on overseeing daily operations and hitting targets, while sales training equips reps with new skills and knowledge. Sales coaching, on the other hand, is an ongoing,…
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There isn’t a company out there that doesn’t want to increase revenue, yet many sales reps are woefully undercoached and unprepared to drive growth. In fact, one informal study found the typical sales person said they get little to no professional training. Surprising, given that the number one driver of organizational performance is coaching, according…
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Why Do You Need a Sales Readiness Checklist? After the pandemic, the world of sales changed dramatically. All the processes had to be rethought, and the sales rep mentality had to transition. As we have all had to embrace remote and hybrid environments, reviewing this sales readiness checklist will help determine whether your organization is…
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At its core, sales coaching focuses on getting the best out of an organization’s sales reps. It involves continuously supporting sales reps’ teams in their crucial revenue-generating tasks. But it has no real “endpoint”- leaders complete employee onboarding, and there’s always more training and coaching to do. Even if your sales reps are well trained…
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The Challenge: Quantifying What Matters Most As a sales leader, your primary focus is ensuring your sales team closes deals. In recent pandemic times, your reps may have faced significant challenges in regard to the way they have to communicate with your customers and prospects. Having to utilize a camera and a technological interface in…
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Communication Skills for Sales Representatives Have Evolved There is no doubt that selling changed forever following the pandemic. And when the channels change, the critical skills for sales representatives also change. Although some skills like adaptability remain over time, others – perhaps overlooked and difficult to measure in the past – have taken center stage…
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Since the pandemic disrupted in-person sales interactions, sales organizations have had to shift their strategies without much supporting technology. McKinsey found that 80-90% of sales are now done remotely. Video and phone calls and emails don’t immediately lend themselves as well as in-person visits when it comes to building trust and relationships, yet most salespeople…
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Technology, specifically artificial intelligence (AI), could be the ally you need to create effective training and coaching experiences at scale for your sales representatives. Even though not all AI sales training solutions perform the same, the power of AI will undoubtedly lead to better results for both individuals and teams. According to Gartner, “By 2020,…
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